Regional Sales Director

Location: Salem, OR

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PacificSource is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status, such as race, religion, color, sex, sexual orientation, gender identity, national origin, genetic information or age. PacificSource values the diversity of our community, including those we hire and serve. We are committed to creating and fostering a work environment in which individual differences and diversity are appreciated, respected and responded to in ways that fully develop and utilize each person’s talents and strengths.

Represent PacificSource in the marketplace and the broader business community. Responsible for training, support and performance of PacificSource Sales Representatives and Account Managers. Oversight of solicitation, sales, and retention of clients to achieve growth and financial performance goals of PacificSource Health Plans. Build positive broker relationships in the assigned region(s); assure education of distribution channel regarding company products and services. Provide direct sales and service to employers when required.

Essential Responsibilities:

• Coordinate with and assist the Sales and Marketing Department to determine customer needs in the assigned sales territories.
• Supervise training and assignments of Sales Executives and Account Managers and regional personnel. Conduct regularly scheduled staff meetings to ensure current knowledge of sales goals, promotions, advertising, new products, marketing policies, etc.
• Assure timely turnaround on quotes and proposals.
• Oversee development, execution, and progress toward Target Account Strategy.
• Serve as an escalation point to investigate unresolved client complaints/concerns.
• Establish and maintain positive relationships with consultants/brokers to promote PacificSource Health Plans products, services, and team members.
• Organize and lead the Producer or Broker Advisory Council meetings.
• Work directly with Senior Vice President of Sales, and other senior executives, to achieve growth and profitability goals of PacificSource Health Plans.
• Facilitate negotiations for group renewals.
• Set, monitor and report Sales Goals, according to standard protocols established.
• Oversee communication and sales methodology in deploying community health plan model in designated geographic territories.
• Establish and maintain relationships with vendors and business partners providing products and services sold by PacificSource Health Plans.
• Review complete agent licensing assignments and forward for processing.
• Complete new business commission information and forward for processing.
• Analyze underwriting income by market segment.
• Represent PacificSource at community events and functions.
• Responsible for oversight, management, development, implementation, and communication of department programs.
• Responsible for hiring, staff development, coaching, performance reviews, corrective actions, and termination of employees. Provide feedback, including regular one-on-ones and performance evaluations, for direct reports.
• Develop annual department budgets. Monitor spending versus the planned budgeted throughout the year and take corrective action where needed.
• Coordinate business activities by maintaining collaborative partnerships with key departments.
• Responsible for process improvement and working with other departments to improve interdepartmental processes. Utilize lean methodologies for continuous improvement. Utilize visual boards and daily huddles to monitor key performance indicators and identify improvement opportunities.
• Actively participate as a key team member in Manager/Supervisor meetings.
• Actively participate in various strategic and internal committees in order to disseminate information within the organization and represent company philosophy.

Supporting Responsibilities:

• Assist Provider Contracting Representatives as required.
• Meet department and company performance and attendance expectations.
• Follow the PacificSource privacy policy and HIPAA laws and regulations concerning confidentiality and security of protected health information.
• Perform other duties as assigned.

SUCCESS PROFILE

Work Experience: A minimum of five (5) years of health insurance experience required. Two (2) years of health insurance sales experience preferred. Well-developed relationships within the insurance community and previous management experience preferred.

Education, Certificates, Licenses: Current Department of Insurance Life and Health License or eligible to obtain one. Must hold a valid driver’s license. A bachelor’s degree is preferred.

Knowledge: Excellent communication skills, both written and verbal. Basic math skills required, including percentages, ratios, graphing and spreadsheet skills. Ability to communicate effectively with all types of individuals. Requires ability to define and prioritize problems and manage workload without direct supervision. Ability to develop a thorough understanding of PacificSource products and the competitive environment. A working knowledge of underwriting and risk factors. Ability to work reliably and professionally with both inside and outside the organization. Must have the ability to be self-motivated and self-directed in daily work. Thorough understanding of health insurance issues, both national and State, and the factors that affect the insurance market. Excellent public relations skills and public speaking ability. Ability to effectively explain plans and administration to groups of varying educational backgrounds and familiarity with benefits. Ability to effectively communicate with various internal departments.

Competencies:

Assignment Management

Becoming a Business Advisor

Building the Sales Team

Building Trusting Relationships

Coaching the Sales Team

Devising Sales Approaches and Solutions

Marshaling Resources

Raising the Bar

Sustaining Customer Satisfaction

Environment: Work inside in a general office setting with ergonomically configured equipment. Travel is required approximately 40-50% of the time.

Skills:

Accountable leadership, Business & financial acumen, Empowerment, Influential Communications, Situational Leadership, Strategic Planning

Compensation Disclaimer

The wage range provided reflects the full range for this position. The maximum amount listed represents the highest possible salary for the role and should not be interpreted as a typical starting wage. Actual compensation will be determined based on factors such as qualifications, experience, education, and internal equity. Please note that the stated range is for informational purposes only and does not constitute a guarantee of any specific salary within that range.

Base Range:

$108,468.62 - $184,396.64

Our Values

We live and breathe our values. In fact, our culture is driven by these seven core values which guide us in how we do business:

• We are committed to doing the right thing.

• We are one team working toward a common goal.

• We are each responsible for customer service.

• We practice open communication at all levels of the company to foster individual, team and company growth.

• We actively participate in efforts to improve our many communities-internally and externally.

• We actively work to advance social justice, equity, diversity and inclusion in our workplace, the healthcare system and community.

• We encourage creativity, innovation, and the pursuit of excellence.

Physical Requirements: Stoop and bend. Sit and/or stand for extended periods of time while performing core job functions. Repetitive motions to include typing, sorting and filing. Light lifting and carrying of files and business materials. Ability to read and comprehend both written and spoken English. Communicate clearly and effectively.

Disclaimer: This job description indicates the general nature and level of work performed by employees within this position and is subject to change. It is not designed to contain or be interpreted as a comprehensive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Employment remains AT-WILL at all times.